Success with English Everywhere Business Basics I The English Everywhere Language Research Lab BUSINESS BASICS I by Stephanie Jones, M.Ed, B.Ed, B.A for the English Everywhere Language Research Lab Copyright ⓒ 2010 by English Everywhere All rights reserved No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, without the prior permission in writing of English Everywhere BUSINESS BASICS I Published by English Everywhere (http://www.englisheverywhere.com ) English Everywhere Language Research Lab The English Everywhere Language Research Lab (http://www.englisheverywhere.com) attempts to provide efficient solutions to language learners whose goal is to improve their English skills Therefore, we provide various English programs, including English conversation, business English, English Test preparation courses, and exam preparation courses for entrance into specialized high schools 'Productive English, the ultimate goal of English Everywhere, is aimed at improving learners' proficiency in speaking and listening The English Everywhere Language Research Lab has developed specialized business skills courses, which includes: Basic Business Content, Negotiation, Conference and Meeting, Business Writing Skill, Presentation, and other businessrelated topics─ for business people in order to assist in enhancing not only their productive English skills but also their professional business skills We promise to be the stepping stone for you to step up to be fully qualified in this competitive global society Introduction EE Methodology: Andragogical Approach & Productive English All teaching follows some sort of pedagogy However, pedagogy and adult learning (andragogy) are uniquely different Pedagogy is driven by forward thinking and rote learning.Teachers are required to follow some sort of pedagogy in order to deliver information successfully with minimal control by the learner Andragogy, however, allows educational freedom Androgy encourages divergent thinking and active learning Androgy encourages learner-oriented, continuous learning In order to feel successful, it is important for adult learners to be independent and in control of their learning Therefore, EE‘s curriculum has been based on andragogy The lessons have been designed to involve learners' participation and engagement through task-based activities and opportunities to frequently interact in the classroom Language learners want to achieve communicative competence However, English education in Japan has been rather focused on receptive skills of English- writing and reading-which just increase learners' knowledge about language, not the competence to actually use the language communicatively When L2 (second language learners) are well-equipped with productive speaking and listening skills, their English communication becomes more effective Using an andragogical approach enhances learners' achievement in communication skills and, ultimately, their overall global competence EE‘s teaching philosophy is to pursue 'language for success' Methodology Communication, and interacting with communication, is one of the most essential components of language acquisition Successful communication occurs through interaction with well-trained teaches who are able to provide proper explanations appropriate to the learner In order to implement successful communicative skills, The Communicative Language Learning (CLL) method was employed in the field of Second Language Acquisition The CLL provides activities which are geared towards a pragmatic use of the language The language needs to be authentic, functional, and meaningful The design of Business Basics I has been based on this CLL method English Everywhere aims at improving all learners' communicative competence through the use of these CLL methods Effective speaking, listening, and writing are considered to be our ultimate goals Course Objectives This book, BUSINESS BASICS 1, has been designed to enhance workplace communication skills at by providing a variety of business activities in order to build global competency This book also aims to help business learners improve their productive proficiency in English-speaking, listening, and writing We strive to provide this productive proficiency through constant classroom interactions and systematic self-study When students are given opportunities to experience a variety of meaningful business tasks, the learning is much more effective Introduction Unit Composition BUSINESS BASICS I consists of 16 units Each unit is divided into two parts: class/pair work and individual work Class work Warming-up Questions: Learners are presented with or questions that are related to the topic of the unit Dialogue: This section provides the content that meets the learners' needs so that the learners can internalize the targeted expressions through repeated oral practices Useful Expressions: Sentences that contain useful phrases or expressions for the topic of the unit are provided Reading: Reading text provides in-depth information related to the topics Learners can widen their business knowledge as well as their proficiency in reading comprehension and vocabulary Activity: As the key part of the lesson, this section is designed as teacher-independent so that it can provide learners with lots of opportunities to use the language which is meaningfully acquired or learned in that lesson, and encourages the learners to actively participate Discussion: Learners can widely discuss the issues related to the lesson topics Individual Work Business Culture: This section contains a variety of information about worldwide business culture so that the learners can be ready for international business 'Write Aloud', the subsection of Business Culture, helps learners improve their writing, as well as to have the in-depth view of other cultures and gain a more objective view of their own culture Vocabulary: This section can be used as a reference of the Dialogue and Reading sections, and also as a vocabulary drill for self-study Here are Ten Commandments for the best results in language learning: Fear not Dive in Believe in yourself Seize the day Love thy neighbor Get the big picture Cope with the chaos Go with your hunches Make mistakes that work for you 10 Set your own goals English Everywhere Language Research Lab Business Basics I Contents Unit 01 Careers Unit 02 Organization 15 Unit 03 Business morality 21 Unit 04 Managing people 29 Unit 05 Leadership 35 Unit 06 Stress 43 Unit 07 Planning 51 Unit 08 Money management 59 Unit 09 Trade 65 Unit 10 Marketing 71 Unit 11 Presentation 77 Unit 12 Meetings 83 Unit 13 Negotiation 89 Unit 14 Dealing with problems 95 Unit 15 On the Telephone 101 Unit 16 Going on a Business Trip 107 Unit 17 Review 113 Activities 123 Answer Key 133 Careers Unit 01 Unit 01 Careers Learning Objective After studying this unit, you will be able to • prepare questions that an interviewer and applicant would ask • respond to employment interview questions Warming-up Class Work * Describe the pictures in minute using your own words How many jobs have you had so far? What kind of job did you enjoy most? Have you ever consider changing your job? Why? 09 Unit 01 Careers Dialogue Class Work Job Interview Interviewer: How many jobs have you had since leaving university? Candidate: I've worked for six companies Interviewer: Why have you changed jobs so often? Candidate: I wanted to earn more money Interviewer: What have you done that shows leadership? Candidate: Well, I lead the sales team I'm also chairperson of a local business association Interviewer: What are your strengths? Candidate: I'm fluent in Italian and Spanish I'm good at training sales staff and I get on well with people I think I'm very good at organizing seminars for customers Interviewer: In what ways has your job changed since you joined the company? Candidate: I now have more responsibility and work longer hours Interviewer: What mistakes have you made? Candidate: I'm not patient when people don't meet deadlines Interviewer: Have you ever worked with a difficult person? Candidate: Well, the boss in my last company wasn't easy to work with Comprehension Questions How many companies has the candidate worked for? Why has the candidate changed jobs so far? What strengths does the candidate possess? Say just two things What mistake has been made by the candidate? Dialogue Practice Practice the conversation below with your partner A: How many jobs have you had since leaving university? B: I've worked for (six companies) A: Why have you changed jobs? B: I wanted to (earn more money) A: What are your strengths? B: I'm good at (training sales staff and organizing seminars for customers) 10 Careers Useful Expressions Unit 01 Class Work Interviewer & Candidate [Experience] What did you learn from your last job? I learned to What didn't you like about your last job? Well, I had a problem with [Skills] What are you good at? People say that I'm good at Do you have any special skills? My main strengths are [Future plans] What you want to in the future? My main aim is to Where you want to be in ten years' I plan to be time? I hope to have [Interests] What you in your free time? I really enjoy What are your main interests? I spend a lot of time Reading Class Work Cosmopolitan readers queue for Tube job More than 1,400 readers of Cosmopolitan have applied to become a London Tube train driver London Underground described the response to its single advertisement in this month's issue as 'exceptional.' Successful applicants will have to get out of bed for regular 4:45 a.m starts, but the ￡27,650 salary and up to eight weeks' holiday may prove sufficient compensation Lorraine Candy , editor of Cosmo, said t he interest her readers had shown demonstrated that young women were not bound by traditional career patterns 'It's always been a classic thing for boys to want to be train drivers Now we're seeing that girls 11 Unit 01 Careers can it too,' she said 'I don't think the job is boring or unsexy and I'm sure the passengers couldn't care less whether the train is being driven by a man or a woman—as long as it's on time.' The ability to break bad news to travelers more sympathetically is one reason London Underground is keen to increase its number of female drivers from 100—just three percent of driving staff Comprehension Questions How many adverts did London Underground put in Cosmopolitan? What are the advantages and disadvantages of the job? What passengers care about most? Why does London Underground want to hire more women? Activity High Profile Inc.: Job Interview High Profile Inc (HPI) is one of the biggest sports agencies in the world At present, HPI is interviewing two candidates for the job of marketing manager in its London office Read the marketing director's notes below Skills required - Communication skills - Negotiating skills - Teamwork skills - Speak two foreign languages - Interested in travel Task Work with your teacher Person A takes a role as the Marketing Director: turn to page 123 Person B takes a role as Candidate 1: turn to page 124 Read your role card and prepare for the interview Then, hold the interview Change the roles Person B takes a role as either the Marketing director or the second option, P Madison: turn to page 123 12 Careers Unit 01 Person A takes a role as Candidate: turn to page 124 Decided which candidate is better for the job and explain why Discussion Class Work Look at these jobs Who you think should get the highest salary for these jobs? Put the jobs in order, highest salary first - lawyer - accountant - firefighter - nurse - fashion model - teacher - football star - postal worker - advertising executive Which of the following would you like (○) or not like ( ×) in a job? a a lot of telephone work b writing lots of reports c working with the same people d working with a lot of different people e working individually f sharing an office g using English at work h working flexible hours (including weekends) i a casual dress code j uniforms Which is more important to you: Business Culture a high salary or having a job you enjoy? Individual Work China: Interview Etiquette • Your interview may be scheduled on a weekend, as some offices are open on Saturdays • You may be greeted by a handshake, nod or slight bow to the head Return the gesture that is initiated by the interviewer The traditional Chinese greeting is a bow When bowing to a superior, you should bow more deeply and allow him/her to rise first • Dress in appropriate attire for the industry to which you are applying It is best to be slightly conservative (more formal) for the first interview For males conservative suits and ties in subdued colors are the norm For females, conservative suits or dresses are generally worn A blouse or any other kind of top should have a high neckline Neutral colors such as beige and brown are common 13 Activity Unit 10 Marketing Activity Salesperson Find out the customer's needs Help the customer to choose a phone and a service package • How often you use your phone? • How many text messages you send? • Do you use your phone abroad? Note: Your commission on the Kim phone is 5% of the sales price Your commission on the Peterson and Sakano phones is 10% 127 Activity Unit 11 Presentation Activity Role Card A Position Duties Company profile Technical director, Mata Shoe Company • in charge of a department of 12 staff • work with design department to create new products • responsible for quality control of products • one of the biggest shoe manufacturers in Brazil • manufactures shoes under the brand name 'Daniela' • sells in over 20 countries Employees 20,000 Turnover last year US$550 million Profit last year US$42.5 million Plans • to enter new markets next year • will target Russia and China Role Card B Position Duties Company profile Sales representative, Mei Cosmetics • visit stores and supermarkets selling a range of beauty products • help to train new sales staff • manufactures beauty and skin care products • manufactures equipment for beauty salons • has several shops in Taiwan Employees 750 at its factory and 80 at its head office Turnover last year US$120 million Profit last year US$25 million Plans • about to enter the US market • will launch a new perfume next year in Japan Role Card C Position Duties Representative, Medi-Care • organize campaigns to promote the work of Medi-Care • try to get doctors and other medical staff to work in developing countries • place advertisements in newspapers • give talks about the organization to young people and often appear on radio and television programs Company profile • international reputation • non-profitmaking organization • have several campaigns each year in different counties • governments and big companies give money to your organization Employees 10 full-time employees in your office Income last year US$10.8 million Plans • to contact famous people (e.g actors and music stars) to be in a new advertising campaign for Medi-Care 128 Activity Unit 12 Meetings Activity Candidate A Candidate B Name: Isabella Rosetti Name: Michael Bolen Age: 35 Age: 36 Marital Status: Single Marital Status: Married, with three children Education: Princeton University—Master's degree in Business Administration (MBA) Education: Columbia University—Master's degree in Business Administration (MBA) Experience: Advertising agency for the last eight years Important position liaising with clients and managing a team of 10 people Previously worked as Sales Manager in a department store (Chinatown area) Experience: Four years with international sports manufacturer—Marketing Director Previous experience with a variety of firms (sales, administration) Wants to work for a smaller organization Outstanding achievement: Got a contract with a major advertiser Outstanding achievement: Successful product launch in previous job Skills: Fluent Italian, judo expert, paints Skills: Numerate and good with computers Only a few words of Spanish Comments: Positive reference, but employer suggested she sometimes took days off work with no good reason Several good ideas for increasing revenue, e.g by setting up beauty centers in our clubs Didn't mention the cost of doing this! Above average score on our aptitude test Comments: Unhappy in present position He has often changed jobs Aptitude test—average score Candidate C Candidate D Name: Bob Wills Name: Stephanie Jones Age: 40 Age: 30 Marital Status: Single Marital Status: married, no children Education: Park High School Education: Vancouver Island University—BSc Experience: Twenty years in US army—Physical Fitness Instructor Traveled all over the world Left army three years ago Has taken courses in marketing, management and computing Over the last two years has run a fitness center in Lower Manhattan very successfully in Business Administration Experience: Former swimming champion Competed at Olympic Games For six years highly successful presenter (children and sports programs) Outstanding achievement: Two decorations for bravery Outstanding achievement: Voted Top Sports Personality on a cable TV channel four years ago Skills: Speaks Spanish fluently (his girlfriend is Puerto Rican) Is a successful disc jockey in a downtown club Skills: Exceptional sportswoman On television, handles people well Presents an image of a caring, sympathetic person Comments: Believes you should always stick to the rules Values honesty and reliability Can be quick-tempered if people are not doing their best Very enthusiastic with many good ideas High score on aptitude test Comments: 'She'll anything to get what she wants,' wrote one journalist At 24, she gave up competitive swimming, following rumor of drugtaking Aptitude test—above average 129 Activity Unit 09 Trade Activity Person B: The KGC Marketing Manager You want to supply three models: Ashbury SG1000, SG500, and SG200 Ask quantity and fill in the blanks Answer the questions according to the information below Model Quantity Price ($US) Delivery more than 500 items Price ($US) Delivery less than 500 items SG1000 920 month 950 month SG500 550 weeks 580 weeks SG200 475 weeks 500 weeks Negotiate discount, payment, and guarantee and write down the result Unit 13 Desired Result Method of Payment By bank transfer Guarantee One year Discounts less than 6% Negotiation Activity Person A: Union Representative The workers are very unhappy with the price increases They think that the subsidized restaurant is part of their terms and conditions of work They are also angry that management did not discuss their plans with them first You want to negotiate a solution to the problem Your objectives are: to get subsidized meals back immediately, or to postpone the cuts in subsidies until the staff have been properly consulted 130 131 Business Basics Answer Key Unit Career s Dialogue Comprehension Questions six companies Reading Comprehension Questions Managing Directors are responsible for the organic and new business development growth opportunities within their divisions to earn more money three to seven business units being fluent in two languages, good at training business unit level sales staff, getting on well with people, and good at organizing seminars for customers Each Managing Director, together with functional heads not patient when people don't meet deadlines Vocabulary Exercise Reading Comprehension Questions accountant one decentralized advantage: salary and holiday / disadvantage: sustainable start working at 4:45 a.m The train arrives on time Women have the ability to break bad news to expertise marketed headquarters travelers more sympathetically Unit Vocabulary Exercise Business morality advert Dialogue Comprehension Questions fluent association got(or gets) on with F T T keen T queuing F T Unit Organization Reading Comprehension Questions Dialogue Comprehension Questions Nigeria the General manager of the Perth factory New Zealand about two thousand employees one in Perth, Australia and the other in Singapore Weimin Tan, the Finance Director the effect on foreign investments seven international surveys of business people, political analysts and the public company-to-company bribery Deirdre Spencer, the Personnel manager the Planning department 133 Vocabulary Exercise Vocabulary Exercise code of ethics punctual kickback forceful impoverish underestimate divert Property loophole sleaze Unit plug Leadership authoritative Dialogue Comprehension Questions bribery T 10 petroleum F 11 bribes T T F Unit Managing people F Dialogue Comprehension Questions a F b T Reading Comprehension Questions c F d T c five years a being punctual and practical b Because he shouted at a customer in the office d Reading Comprehension Questions Vocabulary Exercise observing, listening, asking questions, fruition corporation speaking a T b T slot c T d F double-digit e T traits to be more forceful and to be able to deal with problems logically Unit Stress the background, the education and the cultural differences Dialogue Comprehension Questions because the managers are focusing too much offer a free medical checkup every year on their weaknesses because she thinks it wouldn't be good for morale 134 There is too much fatty food, not enough fish, fruit and vegetables Vincent thinks it'd cost a lot of money setting up courses in the surrounding villages for making handicrafts and organizing credit for local co-operatives to produce foodstuffs for the hotels Reading Comprehension Questions increasing job insecurity and working long There is no adequate infrastructure, training or planning hours maybe people didn't have these problems Vocabulary Exercise a, d, f handicrafts devaluation Vocabulary Exercise sanitation authorities kick-start independence enquiries fitness currency fatty consultation medical check-up phased insecure Unit Unit Planning Dialogue Comprehension Questions Dialogue Comprehension Questions F July F Ally thinks a weekend is too short She F suggests that they should it department by T department F National is not reliable Money management T consultation service Reading Comprehension Questions Reading Comprehension Questions They lost their money and reputations in northeast Brazil 1924 18-hole golf course and designer shops On 21 October, 1929 rich foreign visitors The share prices fell down dramatically and international air travel, level of service, social kept on falling problems 135 Vocabulary Exercise $30,000 invoice shipments Reading Comprehension Questions overdraft a Italy b Japan took off c Italy d China Unit Trade Dialogue Comprehension Questions They didn't have a marketing department produce goods of high quality and establish a brand for years T F Vocabulary Exercise F share F per capita T launch Reading Comprehension Questions corporate Within 30 days statistics the enclosed list of wines Julian Montero (the exporter) Unit 11 A copy of Denise's letter of credit Presentation Dialogue Comprehension Questions Vocabulary Exercise to know the audience correspondent visual supports irrevocable practice the preparation dispatch specified Reading Comprehension Questions shipments T beneficiaries F T T Unit 10 Marketing F Dialogue Comprehension Questions T Yes F increased by two percent $1.2 million 136 Vocabulary Exercise adjusted Jan will send Irena a fax the information about quantity and prices objective transparency Reading Comprehension Questions imprinted Competition no more than They try to make their opponents back down Going through Being willing to walk away from an idea or even a job a cooperative and collaborative process Unit 12 Meetings Theirs and their counterpart's interest at the same time Dialogue Comprehension Questions T Vocabulary Exercise F groundwork T collaborative F quoted(or quotes) T adversaries Reading Comprehension Questions A memo or an email Unit 14 Dealing with problems Create and distribute the meeting agenda An email or a memo Dialogue Comprehension Questions It was burning their skin Vocabulary Exercise months They recalled the product on track put / on hold Reading Comprehension Questions butted probationary period checking up on the staff and taking notes 60 the changes that the new management are Unit 13 Negotiation Dialogue Comprehension Questions Salesperson: Jan, Buyer: Irena The Central European market quantities or amounts making Vocabulary Exercise recalling inspections turnover Morale redundancies 137 Unit 15 On the Telephone Unit 16 Going on a Business Trip 138 Part Units 9, 10 & 11 Vocabulary Unit 17 Review Part Units & Dialogue h d g b f e Sales rose steadily a c big motorcycles e a The market for large motorc- 6.d Vocabulary Dialogue advert d expertise b keen c decentralized a Reading 7.c in the telecommunications b They worked together and sell under one brand name ycles was already dominated industry She was a sales representa- Part Units 12, 13 & 14 tive association She was in charge of the sustainable sales and marketing of get along with networking products Vocabulary c recall b collaborative a inspection Dialogue Reading f d F e c T h e T d a F b b Dialogue on track morale Part Units 3, & Vocabulary Reading groundwork Reading Because Pratt wanted to work from 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unit, you will be able to • give opinions about business ethics and framework • discuss the advantages of a company in behaving ethically Warming-up Class Work * Describe the picture in 1 minute using your own words 1 What do you think is the purpose of a business? Is it just... frequency of visits At the very least, you should have an on-site Guatemalan representative for your business venture Ideally, visiting business people should visit the country several times to show how much they value doing business in Guatemala 26 Business morality Unit 03 Write Aloud How important is honesty in business? Vocabulary Individual Work Dialogue petroleum: oil which is found under the surface... was jailed on charges of 10 Spain's the largest distributor of products 11 He was being investigated for receiving 28 Managing people Unit 04 Unit 04 Managing people Learning Objective After studying this unit, you will be able to • talk about a colleague you work(ed) with • complain about a manager Warming-up Class Work * Describe the picture in 1 minute using your own words 1 Have you ever had a difficult...Unit 01 Careers Due to the emphasis on conservative, modest dress in Chinese business culture, flat shoes or very low heels are the main footwear options for women High heels are acceptable at formal receptions • the interview: if you are presented with business cards, accept with both hands Study it for a few moments before carefully placing it away Do not hastily stuff a business card into... meeting with your instructor to discuss these issues 1 What is the best way to deal with the bad relations between Valerie Harper and Carl Thomson? 2 What action should you take concerning Carl's behavior? 3 What action should you take concerning the possible leak of information? Issue Solution Why? 1 2 3 25 Unit 03 Business morality Discussion Class Work 1 Discuss this list of unethical activities In your... integrates these objectives into divisional business strategies with supporting financial objectives Managing Directors are responsible for the organic and new business development growth opportunities within their divisions These divisions are composed of three to seven business units grouped by a mixture of market, manufacturing skills or customer expertise Each business unit is led by a General Manager,... achievement of business objectives and sustainable business performance Each General Manager has a profit-responsible management team which concentrates on specific markets and customers This devolved Group structure allows a close working relationship with our customers and one where day-to-day decisions can be made at business unit level, which is vital to the fast-moving nature of our business Each... understand how they feel about situations and ideas Interviewer: Which business leaders do you admire and why? Marjorie: I think the best business leaders are probably ones we don't know about…not the stars we read about in the newspapers I think they're probably the ones who have great business ideas and have see them through to fruition So the business leaders I most admire right now are those managers in... people who were never leaders in school become the great business leaders of our time So I would have to say, mostly it's made, but you also have to use what you're born with Comprehension Questions Are these statements true (T) or false (F)? Tick the boxes T F 1 Courage, imagination, and empathy are the qualities that business leaders need 2 The best business leaders are the stars we read about in the... across all requirements, and those are (courage and imagination and empathy) A: Which business leaders do you admire? B: The business leaders I most admire right now are (those managers in Pearson who are achieving our goals of double-digit earnings growth) A: What do business leaders actually do? B: They (create a business idea, and they see it through) Useful Expressions Class Work [Stating goals] ... with problems 95 Unit 15 On the Telephone 10 1 Unit 16 Going on a Business Trip 10 7 Unit 17 Review 11 3 Activities 12 3 Answer Key 13 3 Careers Unit 01 Unit 01 Careers Learning Objective After studying... Planning 51 Unit 08 Money management 59 Unit 09 Trade 65 Unit 10 Marketing 71 Unit 11 Presentation 77 Unit 12 Meetings 83 Unit 13 Negotiation 89 Unit 14 Dealing with problems 95 Unit 15 On the... that work for you 10 Set your own goals English Everywhere Language Research Lab Business Basics I Contents Unit 01 Careers Unit 02 Organization 15 Unit 03 Business morality 21 Unit 04 Managing